Job Description

Company Overview Docusign brings agreements to life. Over 1.5 million customers and more than a billion people in over 180 countries use Docusign solutions to accelerate the process of doing business and simplify people’s lives. With intelligent agreement management, Docusign unleashes business-critical data that is trapped inside of documents. Until now, these were disconnected from business systems of record, costing businesses time, money, and opportunity. Using Docusign’s Intelligent Agreement Management platform, companies can create, commit, and manage agreements with solutions created by the #1 company in e-signature and contract lifecycle management (CLM). What you'll do As the AI Transformation Director, you will launch and scale AI agents and lead pilots. This is a senior activation role for someone who possesses deep strategic knowledge in GTM operations alongside expert-level fluency in modern LLMs, agentic orchestration, multi-agent governance, and enterprise systems integration. You will partner directly with C-suite and VP leaders across revenue and technology to drive operational velocity, superior SaaS unit economics, and sustainable competitive advantage.This position is an individual contributor role reporting to the Vice President, Enterprise Transformation & Program Office.ResponsibilityApply deep expertise in SaaS sales models, compensation design, quota setting, and territory optimization to integrate these domain-specific business rules into the logic of autonomous AI agents to ensure alignment with financial and operational objectivesFocus on launching pilots, and globally scaling up pilots, drive rep enablement, track friction, and manage culture shiftOwn the end-to-end lifecycle of complex AI agent program rollout-from conceptualization and development to pilot design, rollout governance, rep enablement, friction tracking, and global scaling, and establish rigorous readiness gates and iteration frameworksDefine target populations, pilot/control cohorts, sequencing, and rollout approachTrack adoption by cohort and identify where performance is off track, provide RCA and action planMobilize FLMs, Enablement, Product, or Ops when adoption needs correctionDetermine when to iterate, scale, pause, or transition into run-the-business ownershipConnect AI transformation directly to enterprise financial levers, maximizing LTV, shortening CAC payback periods, accelerating pipeline velocity, and lowering cost-to-serveIntegrate SaaS sales models, compensation design, quota setting, and territory optimization rules into the logic of autonomous AI agents to ensure financial and operational alignmentServe as a trusted advisor to the CRO, CMO, CTO, and VP of Transformation, aligning AI capabilities with core growth metrics and driving change management across global revenue teams, and create the GVP/senior-leader cadence needed to drive accountability and adoptionEstablish enterprise-grade standards for Responsible AI, model drift monitoring, hallucination prevention, data security, and auditability across all automated revenue motionsConnect AI transformation directly to enterprise financial levers, designing frameworks that maximize LTV, shorten CAC payback periods, accelerate funnel velocity, and lower cost-to-serveDefine global patterns, reusable agent architectures, Agentic UI (AGUI) standards, and governance protocols to ensure rapid, secure scaling across all global GTM regionsDirect cross-functional pods (Engineering, Applied AI, RevOps, Product, Data Platform) in deploying production-grade agentic platforms, custom RAG integrations, and autonomous action enginesDefine enterprise-grade standards for Responsible AI, model drift monitoring, hallucination prevention, data security, and auditability across all automated revenue motionsEvaluate continuously emerging market trends in LLM orchestration, multi-agent frameworks (LangGraph, AutoGen, CrewAI), and sales intelligence to keep the GTM tech stack at the market forefrontLead change management visions across global revenue teams, driving organizational readiness, culture shifts, and sustained adoption of autonomous AI systemsLead the end-to-end lifecycle of complex AI agent programs, from conceptualization and development to deployment and performance monitoring, and establish rigorous program management frameworks to oversee agent interdependencies, lifecycle governance, and integration, ensuring that autonomous systems consistently deliver reliable, high-value outcomes aligned with enterprise business goalsFocus on designing and launching pilots, and globally scaling up pilots that pass the gate, drive rep enablement, track friction, and manage culture shift Job Designation Hybrid:Employee divides their time between in-office and remote work. Access to an office location is required. (Frequency: Minimum 2 days per week; may vary by team but will be weekly in-office expectation)Positions at Docusign are assigned a job designation of either In Office, Hybrid or Remote and are specific to the role/job. Preferred job designations are not guaranteed when changing positions within Docusign. Docusign reserves the right to change a position's job designation depending on business needs and as permitted by local law. What you bring BasicExperience in SaaS Sales operations, including designing sales compensation structures, managing quota allocation, and optimizing territory models in large-scale enterprise environments15+ years of leadership and program delivery experience within Go-To-Market operations, Revenue Operations, and GTM strategy in enterprise SaaS environments6+ years of specialized leadership in applied AI, machine learning automation, and operationalizing LLM agent applicationsExperience designing and scaling multi-workstream AI transformation roadmaps across complex, global GTM motions (Sales, CS, Marketing, Digital, CPQ, Billing)Experience with AI system architecture: multi-agent frameworks (LangGraph, AutoGen, CrewAI), LLM orchestration, RAG systems, vector DBs, and modern GTM data platforms (Snowflake, Reverse ETL, CDPs)Experience with core SaaS financial metrics (ARR, NRR, LTV, CAC payback, pipeline velocity)Experience presenting to, influencing, and aligning C-suite leadership on disruptive strategy, build vs. buy decisions, and technology investmentsBachelor's Degree in Computer Science, Data Science, Engineering, or related technical/quantitative fieldPreferredMaster's Degree / MBA in Data Science, Computer Science, or Management Information SystemsRecognized industry thought leadership in AI for Revenue Operations, AI GTM Systems, or Agentic AI WorkflowsExpertise in leading build vs. buy evaluations for enterprise AI tools and negotiating key technology partnershipsTrack record of successfully executing multi-million dollar AI/digital transformation portfolios that deliver measurable financial ROI Wage Transparency Pay for this position is based on a number of factors including geographic location and may vary depending on job-related knowledge, skills, and experience.Based on applicable legislation, the below details pay ranges in the following locations:California: $212,100.00 - $342,650.00 base salaryThis role is also eligible for the following:Bonus: Sales personnel are eligible for variable incentive pay dependent on their achievement of pre-established sales goals. Non-Sales roles are eligible for a company bonus plan, which is calculated as a percentage of eligible wages and dependent on company performance.Stock: This role is eligible to receive Restricted Stock Units (RSUs).Global benefits provide options for the following:Paid Time Off: earned time off, as well as paid company holidays based on regionPaid Parental Leave: take up to six months off with your child after birth, adoption or foster care placementFull Health Benefits Plans: options for 100% employer paid and minimum employee contribution health plans from day one of employmentRetirement Plans: select retirement and pension programs with potential for employer contributionsLearning and Development: options for coaching, online courses and education reimbursementsCompassionate Care Leave: paid time off following the loss of a loved one and other life-changing events Life at DocuSign Working hereDocusign is committed to building trust and making the world more agreeable for our employees, customers and the communities in which we live and work. You can count on us to listen, be honest, and try our best to do what’s right, every day. At Docusign, everything is equal.We each have a responsibility to ensure every team member has an equal opportunity to succeed, to be heard, to exchange ideas openly, to build lasting relationships, and to do the work of their life. Best of all, you will be able to feel deep pride in the work you do, because your contribution helps us make the world better than we found it. And for that, you’ll be loved by us, our customers, and the world in which we live.AccommodationDocusign is committed to providing reasonable accommodations for qualified individuals with disabilities in our job application procedures. If you need such an accommodation, or a religious accommodation, during the application process, please contact us at accommodations@docusign.com.If you experience any issues, concerns, or technical difficulties during the application process please get in touch with our Talent organization at taops@docusign.com for assistance.Applicant and Candidate Privacy Notice States Not Eligible for Employment This position is not eligible for employment in the following states: Alaska, Hawaii, Maine, Mississippi, North Dakota, South Dakota, Vermont, West Virginia and Wyoming. EEO Statement It's important to us that we build a talented team that is as diverse as our customers and where all employees feel a deep sense of belonging and thrive. We encourage great talent who bring a range of perspectives to apply for our open positions. Docusign is an Equal Opportunity Employer and makes hiring decisions based on experience, skill, aptitude and a can-do approach. We will not discriminate based on race, ethnicity, color, age, sex, religion, national origin, ancestry, pregnancy, sexual orientation, gender identity, gender expression, genetic information, physical or mental disability, registered domestic partner status, caregiver status, marital status, veteran or military status, or any other legally protected category.EEO Know Your Rights posterJob SummaryLocation: US-CA-San FranciscoCategory: Business/Sales Operations & StrategyPosition Type: Regular

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